Deloitte Sales Executive - ServiceNow in Seattle, Washington
Are you a top-performing client relationship and solution salesexecutive looking for your next career move? If you have anentrepreneurial spirit, relevant professional services experience anddemonstrate selling attributes, strategies, and techniques you may beinterested in an opportunity with our Consulting Sales team. Deloitte sServiceNow practice is expanding exponentially with the growth of ServiceNow asa market leading enterprise platform.
The Sales Center of Excellence (COE) supports Deloitte s businesses inuncovering, nurturing, and closing sales opportunities. Working hand-in-handwith Partners, Principals and Managing Directors, our Sales Executives focustheir highly skilled efforts in securing relationships with qualified targetsand decision makers to uncover opportunities, develop effective salesstrategies, manage the pursuit process and act as a key advisor to thepursuit team throughout the sales process.
Work you ll do:
The ServiceNowSales Executive is responsible for selling ServiceNow-based Deloitte solutionsand consulting services to new and existing clients. As a Sales Executiveyou will:
o Lead business development efforts outside of core accounts for theServiceNow sub-sector
o Work with ServiceNow sub-sector leadership to identify potentialclients for targeting
o Develop understanding of Deloitte Consulting s portfolios and offerings,as well as cross-firm integrated offerings, to be conversant in ourcapabilities
o Understand market segmentation of target clients and potential fitwith relevant business processes, technology platforms, market offerings andecosystems
o Develop understanding of target client s buying patterns based onindustry knowledge, relationships, prior experience, etc.
o Identify target contacts and relationships within potentialclients and conduct initial conversation(s) to explore opportunities
o Qualify opportunities and engage appropriate PPDs/SMs for followup conversations as needed
o Run a disciplined sales pipeline including lead management,qualification, bringing established sales methods to the sales process
o Develop organized and differentiated offerings
o Develop overview materials to support initialmeetings/conversations
o Lead preparations for more serious sales meetings and orals forqualified opportunities
o Provide support to core accounts without CREs as needed forcritical opportunities
o Identify opportunities (sole source/up for bid) and bring it tothe business (functional) partners,evaluateopportunity alignment with client strategy
o Identifyand align appropriate firm resources to pursue, win, and manage opportunities
o Contributeto pursuit processes by leveraging relationships for insights and influence,including determining win themes, aligning messaging with client needs,supporting proposal/orals materials preparation, and participating in the oralssession as appropriate
Industry Expansion and Relationship Building
o Collaborate with ServiceNow Alliance, Marketing and practice leadson messaging, events and eminence - both internal and external
o Identify ways the ServiceNow practice can expand/enhancevisibility at key events and in the market
o Represent the practice at selected events
o Identify key relationships across the industry which would benefitthe ServiceNow practice and develop plans to cultivate those relationships
o Utilize Deloitte eminence - including thoughtware, events,trainings, conferences, and memberships to build and enhance relationships
o Utilize available offerings to develop and participate inactivities and events focused on shared values and mission, e.g., DeloitteGreenhouse events, Client Experience labs etc.
o Participate in key industry events to build relationships anddevelop business opportunities
o Support ServiceNow sub-sector leadership in developing account andpractice plans during the annual planning process
o Participate in ServiceNow sub-sector leadership calls and inperson meetings, and assist with planning and preparation as needed
Category: Business Development / Sales / Marketing
Equal Opportunity Employer Minorities/Women/Protected Veterans/Disabled